Emotion in Negotiations: An Introduction
This note reviews some of the relevant research and offers advice for managing and dealing with emotions in the negotiation context. In particular, negotiators should strive to understand their own emotions and feelings, and be aware of the emotions the other party may be expressing. By learning to recognize and manage emotions, one is likely to improve many facets of the negotiation and obtain better outcomes for oneself and others.
Keywords: Negotiation; Emotions;
Citation:
Wasynczuk, Andrew, and Colleen Kaftan. "Emotion in Negotiations: An Introduction." Harvard Business School Background Note 914-032, January 2014. (Revised October 2014.) View Details
